42 Rules for Growing Enterprise Revenue Quotes

“In response, BEA launched an innovative program to put the company’s experts at the heart of its best customers’ IT organizations. BEA created Global Service Executives (GSEs) who were responsible for all services across education, consulting, and support. A portion of their compensation was based on customers’ ongoing success and full utilization of all purchased products. In addition, a client architect was placed on-site at strategic accounts, reporting to the customer’s CIO. These roles were in position to see customers’ needs from the inside and to help customers create strategy and road maps. Use proactive services to extend”
― Lilia Shirman, 42 Rules for Growing Enterprise Revenue (2nd Edition): Go-To-Market Strategies that Increase Your Relevance to B2B Customers